CHAPTER 5

Ego-Drive: The Motivational Force

What is it about salespeople that set them apart from other professionals? Why don’t they look for jobs in which they can drop an anchor in calmer waters and face a judgment of their abilities only when it comes time for an annual salary review? Why do they endure rejections even though they could be avoided? The answers to these questions are one and the same—ego-drive.

Ego-drive is a unique quality that makes a salesperson want and need to make a sale in a very personal way. Individuals with ego-drive feel that the sale has to be made. So the prospect is there to help fulfill a personal need. To the top salesperson, getting a prospect to say “Yes” provides a powerful means for ego enhancement. His ...

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